News in the Channel - issue #41

ENDPOINT DETECTION AND RESPONSE

CONTINUED

threat landscape itself.” Steve agrees that staying ahead requires EDR tools that are adaptive and continuously updated. “AI and machine learning play a crucial role in detecting suspicious behaviours and previously unseen threats, including APTs,” he says. “Integration with threat intelligence platforms enables faster identification of malicious tactics and techniques. In addition, automated, policy- based responses also help contain and neutralise threats before they can spread laterally or escalate.” Dray adds that to continuously outpace threat actors, EDR must blend machine speed with human intelligence. “We should rely on AI for threat detection correlation and instantaneous threat containment, while utilising 24/7 human- led threat hunting to contextualise, investigate, and dismantle complex intrusions,” he says. Reseller conversations With the constantly evolving nature of cyberthreats and the EDR solutions that combat them, resellers need to position EDR carefully. Stuart says resellers should shift the conversation from features to outcomes. “How quickly threats are detected, contained and remediated,” he adds. “Position EDR within an overall security architecture, including identity, cloud and SOC integration. Most importantly, address the skills gap – many customers don’t need more tools, they need better utilisation of the ones they already have.” Rob agrees that resellers should focus on outcomes. “The conversation should centre on reducing risk, improving resilience and enabling faster detection and response to cyber incidents,” he adds. “It’s important to understand a customer’s security maturity, internal capabilities and business priorities before recommending a solution. “Resellers should also highlight the

value of managed services, particularly for organisations that lack a dedicated security operations function. Integration with existing security investments, ease of deployment and support for compliance requirements are also key discussion points. The goal should be helping customers build a security strategy, not simply selling another security tool.” Dray says resellers must elevate the conversation from simply selling software licenses to building operational resilience, showing business leaders how modern EDR not only stops breaches but also streamlines beyond-compliance, secures remote workforces and dramatically reduces incident downtime. “Moreover, EDR should not be sold in isolation,” he says. “Security cannot be achieved through one tool or approach and instead must be part of a careful choreography of security that considers security awareness training, identity protection, and security posture beyond compliance.”

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Traditional antivirus solutions can no longer keep pace with modern threats, particularly fileless attacks, ransomware and attacks that exploit legitimate tools and processes.

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Steve says resellers should position EDR as a non-negotiable component of their customer’s cybersecurity strategy. “The key benefits to emphasise are its ability to reduce response times, support compliance and lighten the workload on in-house teams,” he says. “For MSPs solutions that are easy to deploy and manage at scale can provide a clear ROI by preventing costly breaches. Ultimately, EDR is about enabling resilience in the face of evolving threat landscapes.” n